Department

Marketing & Professional Sales

Document Type

Article

Publication Date

4-24-2014

Abstract

More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional selling texts, instructors teaching the advanced selling course lack the guidance provided by common academic tools and materials. The resulting potential variance in content and pedagogy in advanced selling courses makes comparing programs or assessing the relative preparedness of students coming from different universities challenging for recruiters, faculty, and students. A review of the syllabi of the instructors currently teaching the advanced selling course reveals common themes, content, and pedagogy that are helpful to instructors desiring to develop an advanced selling course or those currently teaching the course. A review of the common content of the advanced selling course and an argument for the need of the advanced selling course are provided, along with suggestions for developing the course with examples of various projects and pedagogy.

Comments

The pdf is the author's accepted version. The published Sage final version can be found at http://dx.doi.org/10.1177/027347531453196963

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